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The Center for Sales Strategy Blog

Weekly Roundup: The Future of Sales + More

sales predictionsWe hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

The Future of Sales: Predictions from the “Nostradamus's” of Selling — Hubspot

"I think there will be more and more specialization. The process will be broken up into a few parts -- depending on what you are selling -- with one person focusing on each part."

Read more on what Matt Sunshine (managing partner of The Center for Sales Strategy) and other sales leaders have to say about the future of sales in this Hubspot post.

Topics: sales management Sales Wrap-up salespeople

Sales Prospecting Tips from A to Z

sales prospecting tipsProspecting for new business is vital to the sustainability and growth of almost every business,  especially in today’s economy. And, whether you’re selling a service, product, or idea, it’s important to balance new business development (or prospecting) initiatives with key account development and growth. Following are sales prospecting tips from A to Z to guide and encourage you as you work to secure that first appointment.

Topics: new business development Sales prospecting

The Best Needs Analysis That I’ve Ever Seen (and WHY)

needs analysis reveals desired business resultsI just sat there and watched. I was too stunned to really do anything else. It was the best needs analysis that I've ever seen...

Topics: Needs Analysis sales performance salespeople

Stop Spending Time with Lousy Prospects: 3 Criteria to Help Qualify Your Prospects

don't waste time when sales prospectingMany sellers struggle to develop new customers. Often this has less to do with the seller’s ability to sell, and more to do with the seller’s ability to select quality prospects.

Topics: sales performance prospecting

Developing Elite Employees Starts with an Elite Onboarding Process

sales onboarding by sales managerIf you want elite sales performance from your new hire, have an elite onboarding process. 

You breathed that sigh of relief after you received a signature from a new hire. Satisfying, right? Now, you must put as much effort into their onboarding as you did into the interview process because hiring elite performers is only part of the overall equation. You expect elite performance from them, but it is not guaranteed.

Topics: hiring salespeople sales management Talent sales training onboarding

Weekly Roundup: The Ultimate Guide to Active Listening in Sales + More

listenWe hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

Active Listening in Sales: The Ultimate Guide — Hubspot

Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise. So what should salespeople do? Simple: Invest in listening.

Topics: sales management Sales Wrap-up salespeople

How to Finally Align Sales and Marketing to Nab Great Leads

sales and marketing alignment to get more leadsThis article was originally published on Sales & Marketing Management.

Topics: sales strategy sales performance leads sales and marketing alignment marketing strategy sales leads

What Is Your Draft Strategy?

draft-recruiting-top-salespeopleThe 2018 NFL Draft will take place this week. I root for the Cleveland Browns. The team with the 1-31 record over the past two seasons. The team with one of the worst track records when it comes to evaluating and selecting talent. That’s my team!

Topics: hiring salespeople sales management Talent

Track These 4 Activities to Help Your Salespeople Grow Their Sales Performance

sales-manager-help-salespeople-through-sales-processAs a former sales manager, I often struggled with the line between being a supportive and understanding manager, and holding my sales team accountable. One day, after hearing excuse after excuse about why so-and-so wasn't going to buy such-and-such, I threw my hands up and asked myself, if all of this feels so out of my control, what is in my control? What can I focus my team on that ensures we win where we need to win?  

Topics: sales performance sales management

Fixing Your Leaky Bucket: Account List Management Strategy

target-account-account-list-management-strategyHave you ever tried to fill a leaky bucket? Pouring water into the bucket while water leaks out from the bottom is a fruitless process and a waste of time. The net result is a partially-filled bucket!

Topics: sales strategy sales performance sales management account list management